Selling Smarter Courseware and Training Materials

What's included?
What’s included?
Available for delivery as a download from our web server or provided on CD, this courseware package includes the following resources to make your trainer’s life much, much easier.

This courseware package includes:

	Student Manual. Fully customisable. May be opened in any wordprocessor and changed to meet your exact needs.
	Trainer manual. Fully customisable with additional information for trainers.
	Ice breakers and class activities. Fully customisable. Delivered as a folder full of activities for your students.
	Content overview. Fully customisable. Comprehensive course overview to help you market your course to your customers.
	PowerPoint presentations. Fully customisable. Complete set of PowerPoint slides for use by the trainer.
	Sales information sheets. Fully customisable. Information sheets to help you sell your course to your employees or external customers.
	Additional reading… Fully customisable. Give your students some recommended further reading materials for this course.

To get started, just open this ‘XXXXX’ training courseware in your favourite word processor. You can fully customise the materials to suit your exact learning needs and include your own branding. Your own tailor-made course, delivered ‘off-the-peg’ and saving you thousands of pounds in development time and man-hours. Just press print and the perfect learning experience is yours to deliver.

Course outline
Course outline

Introduction

It’s no secret that selling has changed in recent years. We are all working harder, with more responsibilities. High pressure selling is no longer effective. Customers want involvement. They want to be recognized and listened to. And they don’t want participants to forget them once the sale is made. Two key objectives of this one day workshop are to help employees feel more comfortable and skilled in selling to their customers and to help them identify and address some of their customer service challenges. Broadly defined, today’s top salespeople are in the business of identifying needs and persuading potential customers to respond favorably to an idea that will result in mutual satisfaction for both the buyer and the seller.

Highlights of what participants will learn:

• Understand the wonderful paradox: helping other people get what they want gives us more of what we want;
• Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there;
• Recognize the difference between features and benefits of products and services, and develop a plan for increasing product knowledge;
• Identify the most critical elements of telephone sales and customer service;
• Understand the power of your behavior for more successful sales and customer service;
• Develop communication skills to better share information and to better listen to the customer

Course contents

• Introduction and Course Overview You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
• Essential Selling Skills To begin, participants will explore 15 key sales skills. Participants will also discuss the importance of professionalism and the impact of the expectancy theory.
• What is Selling? During this session, participants will discuss just what selling means. We will also offer some tips on how to approach the challenge of improving your skills.
• Features and Benefits This session will look at the difference between features, advantages, and benefits.
• Setting SMART Goals Next, participants will use the SMART acronym to create positive, achievable goals.
• Time Management Tips During this session, participants will share their time management tips, and we will offer some ways of maximizing your time.
• Customer Service This session will look at the four needs of customers and how we can use them to sell smarter.
• Types of Selling Next, participants will explore the three types of selling. Participants will also discuss the importance of perceived value.
• Ten Major Mistakes This session will look at the ten biggest mistakes salespeople make. Participants will then brainstorm ways to avoid or rectify these mistakes.
• Finding New Clients During this session, participants will discuss how to find new clients and how to network.
• Selling Price To wrap up the day, participants will look at the advantages and disadvantages of selling price.
• Workshop Wrap-Up At the end of the day, students will have an opportunity to ask questions and fill out an action plan

FAQs

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